432Chapter 8: Confirming and Closing the Sale: Start of the Long-Term Relationship
CHAPTER 8
Confirming and Closing the Sale: Start of the
Long-Term Relationship
MULTIPLE-CHOICE QUESTIONS
Ans:b
Page:248
KeyWord:close
1.Which of the following statements about the sales close is least
correct?
a.Some scholars and practitioners prefer the term “confirming”
to “closing” sales.
b. It’s the end or conclusion of the selling process.
c.It’s that stage when the salesperson tries to obtain agreement
from the prospect to make the purchase.
d.Some scholars and practitioners believe that too much
emphasis is placed on the close.
Ans:c
Page:248-251
KeyWord:close
2.Which of these statements regarding closing is false?
a.Salespeople should always be closing.
b.Salespeople should try to close anytime the prospect
communicates a verbal or nonverbal closing cue.
c.Salespeople should try to close only after the sales
presentation is completed.
d.It’s one more integral part of the ongoing personal selling
process.
Ans:a
Page:252-253
KeyWord:close
3.Which of the following would be the best time to try to close the
sale?
a.When the prospect asks, “Who else has bought the product?”
b.Only after the salesperson has completed the sales
presentation.
c.When the prospect has raised an objection.
d.Only after the demonstration has been completed.
Ans:d
Page:252-253
KeyWord:close
4.Which of the following is an inappropriate time to close?
a.When the prospect asks if a special feature is included.
b.When a prospect says something positive about the product.
c.When the salesperson asks if the prospect has any more
questions and receives a “no” answer.
d.When the prospect makes a very negative remark about the
salesperson’s product.
Ans:d
Page:252
KeyWord:trial close
5.When is the best time to try a trial close?
a.When the buyer nods his or her head in agreement or leans
toward the salesperson.
b.When the buyer begins to listen more intently to the
salesperson.
c.When the buyer begins to test or try out the product.
d.There is no single “best” time.
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